57% of the purchase process is complete before buyers have their first interaction with a seller.1 This is one of the most cited statistics in the sales world these days—as if it’s some kind of big news. Wait…so you mean buyers do research and talk internally before they bring in outsiders? The post Buyers Want to Talk to You appeared first on Pipeliner CRM Blog.

The salesperson, seeing that it’s a reputable company and potentially a decision-making buyer, decides he’d better make that call right now, without any further preparation. The post Sales Call and Account Planning—Tips from a Real-Life Buyer appeared first on Pipeliner CRM Blog. For Sales Leaders For Sales Pros Sales EffectivenessFreeze frame!

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INCREASE SALES[Buyer, Sales] An Often Ignored Sales Metric That Reveals a Dangerous Business Trend

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JULY 30, 2015
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SELL MORE AND WORK LESS[Buyer, Sales] Are You on The Wrong Side?

Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. The more you understand the function of human motivation, the more successfully you will sell. In its simplest form, motivation emerges as a cycle. But they are common to all.

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THE SALES HUNTER

SEPTEMBER 16, 2014

[Buyer, Sales] 6 Confessions of the Professional Buyer

Buyers take advantage of salespeople. Over the years, I’ve had the opportunity to work closely with a number of buying departments, many times as part of the sales training I’m doing for their salespeople. There are six confessions professional buyers have shared with me regarding how […]. This is a hot topic because it happens a lot.

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YOUR SALES MANAGEMENT GURU

MARCH 24, 2015

[Buyer, Sales] 10 Traits Buyers Seek in Salespeople

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool.

We talk to sellers all the time that assume a buyer is thinking in the same ways that they are. You know the old saying, “never assume… ” To build business you cannot afford to assume what’s in my head is the same thought that is in my buyer’s head instead think like your buyer. In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do. The buyer stopped returning calls or replying to emails. Really? Ask them.
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Every successful sale is made not so much because of the excellence of your product or of your sales pitch, but because consciously or unconsciously, you have found the human reason why your prospect should buy: You have found the door to their motivation and you have opened it. In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. The more you understand the function of human motivation, the more successfully you will sell. In its simplest form, motivation emerges as a cycle. But they are common to all.
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Sellers often have a distorted view of what is really important to buyers, leaving buyers to repeatedly ask WTF? Not what you’d be asking when the deal goes sideways, as it will if you are unable to nail the buyer’s WTF. One thing that many executives and owners tell me regularly is that they are frustrated by some sales people’s inability to relate to the buyer’s perspective of things. While secondary research may suggest a demand for a feature to the marketing group, it may not be top of mind for all buyers. Sales Skills Tibor Shanto
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Every successful sale is made, not so much because of the excellence of your product or of your sales pitch, but because, consciously or unconsciously, you have found the human reason why your prospect should buy: You have found the door to their motivation and have opened it. In making their decision, the buyer uses the “Minimax” principle – To minimize their losses, to maximize their gains. Next week over at Top Sales World , we announce the judging panels and all the prizes for this year’s Top Sales Professional Contest - all pretty impressive!
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[Buyer, Sales] Buyers Say: ‘Interactions with Sales People Can Add More Value’

Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. Help The Buyer To Buy How Buyers Buy Tips for Sellers Buyer Research Insights Selling John Doerr Mike Schultz Sales Insights The Asg Group The Rain Group Are Sellers Adding Value? In particular they are failing to offer new ideas and insights that really help the customer to buy. A new book by the Rain Group (called Insight […].
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